A common excuse salespeople give for not closing sales: “We have a long sales cycle.” That’s code for “I can’t get a prospect to commit today.” That said, there are times when this is a legitimate reason for not being able to close sales faster, particularly when the sale is a big commitment financially or materially or is contingent on …
It’s a short week for many of us as we prepare to spend time with our families and celebrate Thanksgiving. So this week I’m going to share a brief, but powerful lesson: USE HANDWRITTEN THANK-YOU NOTES! We used to send Jamie and Emily (aged eight and five at the time) to Roots Academy for singing lessons. I received a handwritten …
Should you worry about a potential recession or inflation, as an owner of an MSP? In case you missed it by being distracted by the Johnny Depp trial, recent government decisions and Chappell getting mugged onstage, the Fed just triggered the sharpest rate increase since the year 2000 in an effort to slow the economy and fight inflation without causing …
If you’re the owner of the company, you have an entrepreneurial side of your brain, and you have an operations side. You’re sitting in front of a big prospect with big opportunity, big MRR, big project, and the entrepreneur in you is excited because you’re thinking, “This is money, this is MRR, this is growth, this is good.” While …
Something I believe is you should never set a goal you’re not serious about. If you set a goal but don’t follow through, then you train yourself to never be serious about reaching the goals you have set. When I set a goal, I’m dead serious about finishing it. I will follow through and I will get it done. …
How many of the products and IT services that you can sell to clients is one client buying from you? I once learned something from a guy who does marketing for churches, and I thought I’d share it with you. He lives in the south, where the church is a big marketing business. Their jobs include getting people to the …
I had a Q&A call with my clients a bit ago and one of them asked me this question, here is my response. Q: “What recommendations do you have for increasing my closing efficiency with new clients?” A: Well, it’s not one thing, but three. You have to have the RIGHT PROSPECT, the RIGHT PROCESS and the RIGHT PROPOSITION. Let …
Selling advice to the IT Services and MSP Owner who hates selling… from the “Business Turnaround King,” Marcus Lemonis. One of my clients asked a question that I hear so many ask… How do I sell IT Services when I HATE selling? He has NO problems sharing the great services and benefits that clients would get, but the idea of …
There are many ways to develop your USP (unique selling proposition) to differentiate yourself from the competition. Once you have developed your USP, you can charge more than your competition and get the right-fit clients far easier. One example that recently crossed my radar due to getting my German shepherd pup, Rocket, is Nashville K-9 training. Unlike most dog trainers, …
There’s an old sales joke about a hotshot sales guy sitting down with a little old lady to sell her a new heater. He tells her all about how the heater is made in America and has the highest-quality ratings for efficiency and safety, about the BTUs, construction, warranties and other features. When he finally shuts up, she says, “I …
